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The mind and heart of the negotiator / Leigh L. Thompson.

By: Material type: TextTextPublication details: Upper Saddle River, N.J. : Prentice Hall, c2009.Edition: 4th edDescription: xix, 411 p. : ill. ; 24 cmISBN:
  • 9780131742277
  • 0131742272
Subject(s): DDC classification:
  • 658.4052
LOC classification:
  • HD 58.6 T473m 2009
Online resources:
Contents:
Negotiation : the mind and the heart -- Preparation : what to do before negotiation -- Distributive negotiation : slicing the pie -- Win-win negotiation : expanding the pie -- Developing a negotiating style -- Establishing trust and building a relationship -- Power, persuasion, and ethics -- Creativity and problem solving in negotiations -- Multiple parties, coalitions, and teams -- Cross-cultural negotiation -- Tacit negotiations and social dilemmas -- Negotiating via information technology.
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Holdings
Item type Current library Home library Collection Shelving location Call number Vol info Copy number Status Date due Barcode
Libro Libro Biblioteca Juan Bosch Biblioteca Juan Bosch Ciencias Sociales Ciencias Sociales (3er. Piso) HD 58.6 T473m 2009 (Browse shelf(Opens below)) 1 1 Available 00000101660

Includes bibliographical references and indexes.

Negotiation : the mind and the heart -- Preparation : what to do before negotiation -- Distributive negotiation : slicing the pie -- Win-win negotiation : expanding the pie -- Developing a negotiating style -- Establishing trust and building a relationship -- Power, persuasion, and ethics -- Creativity and problem solving in negotiations -- Multiple parties, coalitions, and teams -- Cross-cultural negotiation -- Tacit negotiations and social dilemmas -- Negotiating via information technology.

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